"We were launching innovative new capital technology and we had the first installation in North America. Although the new equipment saved money, it was more expensive than the competitor’s products. Being able to quantify savings was important to grow sales.
Larry and the DS&R team worked with our account to design a study, collect performance and economic data pre/post-installation, and prepare a manuscript for publication. The data showed both significant increases in both efficiencies and savings. The data was published in a journal and presented at conferences. The paper was so compelling, it was recognized as best paper/poster at the 2010 Canadian Agency for Drugs and Technologies in Health - CADTH Symposium. DS&R reviewed the publication with our team and how to best use it to maximize sales performance.
The integrity, professionalism, and approach used by Larry and his team made it turnkey. We were on time, on budget and ahead of the competition."
Director, Trade & External Partnerships, Multinational Pharmaceutical Company
"Over the last 10+ years I have worked with DS&R for many mission critical projects focused on developing accelerated "go to market" strategies based upon DS&R's in-depth insights and knowledge of hospital and GPO partners across Canada. I must say that all of these projects were successfully performed with high levels of professionalism, expertise, customer focus and high collaboration with our internal stakeholders.
The nature and scope of these initiatives have included: • Salesforce development & training on the change in hospital & GPO focus & direction relating to innovation, resource management and how these are impacted by our products and value offerings. We conducted extensive salesforce and cross-functional training championed by DS&R. The course evaluations and feedback from large specialized & experienced teams gave DS&R very high marks. • DS&R also was issued a challenging mandate to work with our commercial team to develop and coach us on differentiation strategies and innovation alignment with GPO's. This was a very challenging task given we were functioning within a highly competitive market with both brand and generic suppliers. DS&R was skilled to guide and coach us to focus on priority unmet needs and top 5 criteria for our target GPO's as well as supporting messaging and positioning of our product to the market.
I highly recommend DS&R for their depth of skill and expertise within the hospital & GPO sector. Their team have been key in driving improved integrated healthcare value offerings within Canada."
Regional Business Manager, Multinational Diagnostics Company
"We asked DS&R to develop a submission dossier for an innovative product that needed government funding. In addition to a clinical review, DS&R researched and prepared a summary of the patient journey and a ‘real-world’ budget impact analysis. The final dossier exceeded our expectations and many people familiar with such dossiers said that is was completed with a very high level of professionalism. We found working with the DS&R team was very productive. They were quite responsive to our needs and able to manage a complex project very well."
Senior Director, Sales & Marketing, SME Pharmaceutical Company
"I joined a new organization as head of sales and marketing. The company had 1 approved product selling in the hospital environment with 3 new hospital product launches in the coming 18 months. We’ve seen the hospital environment continue to evolve where decision-making bodies and the purchasing process has become more complex. It was very evident there was a need to build the Sales team’s capabilities to focus on key account management and negotiation skills vs traditional product selling to be more effective.
I was first introduced to Larry and his organization in 2014. At the first meeting, it was very evident Larry had a strong understanding of how the hospital environment had evolved. His knowledge and understanding of the changing environment, decision making and purchasing process made his offering invaluable. We worked together on a step wise training program to enhance the knowledge of the organization and most importantly integrate classroom learning with real-life key account experience. Larry was open and flexible to meet the training needs of the organization, both at the planning and execution level. Larry has a great understanding of our business needs and is willing to help us achieve our goals by taking a customer centric approach."
Marketing Manager, Multinational Pharmaceutical Company
"Larry and the DS&R team worked with a key hospital team in Montreal to develop a tool to help patients select an innovative treatment regimen. After the tool was developed the DS&R team worked with us to roll it out at eight pilot sites across the country. Larry and his team demonstrated strong project management skills and were adept at managing the needs of all stakeholders involved with the project. Furthermore, their innovative thinking enabled us to efficiently and effectively grow sales in key hospital sites.
I was impressed by the professionalism, attention to detail and client service that Larry and his team consistently delivered during this assignment. In addition the project was completed on time and below budget. I look forward to engaging with the DS&R team again in the future and would highly recommend their services."
Director, Customer Relations, Multinational Pharmaceutical Company
"Larry and DS&R team worked with two hospital teams to develop and publish a data showing the economic benefits of treating patients with an innovative product and treatment regimen. In addition to publishing the data, DS&R also developed a calculator to show budget impact and savings generated by using product and treatment regimen. The material and learnings developed the DS&R team helped us more efficiently and effectively grow sales.
The innovative thinking used by Larry and his team led the assignment to be completed on time with support of our customers. Working with Larry and the DS&R team was invaluable to our focus on shifting treatment paradigms."